A retail packaging supplier who supply a comprehensive array of products not for resale (GNFR). A stable, successful and expanding business, they are now looking for an Account Director to develop existing and build new senior management relationship within a designated portfolio of accounts.

Job Title:

Account Director

Territory:

North west Office with UK Travel.

Responsible To:

Sales & Marketing Director

Job Purpose:

To have senior responsibility for clients & Directing the Account Manager and Service Delivery teams. To develop existing and build new senior management relationships within a designated portfolio of company Accounts in the supermarket/retail sectors. Identifying and maximising new business opportunities and developing the right commercial proposition for the future; including managing contract renewal and tender activities, whilst also growing revenues and profit margins. This is both a strategic development role articulating the company proposition to our Customer’s senior managers and key stakeholders and also requires a dynamic, analytical individual with good attention to detail to uncover economies across the supply chain.

Key Accountabilities & Measures:

To manage the strategic relationships of customers at senior management and operational levels to achieve the annual sales and margin targets.

To lead the Account Teams consisting of Account Managers/Executives and both Senior Service Delivery Managers & Service Delivery Managers to develop the commercial relationships and communicate the value proposition that the company offers our existing customers.

To manage the internal relationships at SMT level to align the resources to meet Customer requirements profitably.

To develop strategic Account Development Plans for the designated Accounts over a 1-3-year period.

To manage the direct reports and conduct monthly 1-2-1 reviews and annual appraisals;

To engage with Customer’s senior management team and stakeholders to position company’s proposition as an added value supplier.

To work collaboratively with internal company departments from; Finance, Purchasing, IT, Transport and Operations to deliver solutions and excellent service to the Customer.

To manage the risks of doing business with the Accounts and put in place plans to mitigate these risks.

To work with Marketing & Promotional departments to support key campaigns.

To manage the tender (preparation, editing and delivery) and Response for Information (RFI) processes for Customers.

To monitor and track the sales and margin performance on a regular basis and review with Line Manager on a monthly and quarterly basis.

To identify new opportunities within a Customer’s business model and processes for company to add value to the relationship.

To report sales and margin management information as requested by the Head of Sales and/or Managing Director.

To capture market information such as competitor activity, innovation, pricing and record in internal systems in a timely manner.

To comply with the Company’s Health & Safety policy.

Value of teams Sales Pipelines

Value of teams Savings Pipelines (where contracted)

Annual/Quarterly Revenue target

Annual/Quarterly Profit Margin target

Delivery of Strategic Business/Account Plans for portfolio of designated Accounts over 12, 24 and 36-month periods

Typical KPIs

Meetings (e.g. av. 40 meetings per month)

Quarterly Account reviews

1-2-1s monthly

Annual appraisals completed

Customer Contracted KPI’s, SLA’s and Performance Standards

Responsibilities & Turnover:

Revenue Turnover of Customers between £1M & £100M

Senior strategic direction of assigned customer portfolio

Skills & Knowledge Required

Problem solving

Leadership

Advanced Presentation

Networking to develop relationships

Commercial acumen

Effective negotiation

Excellent Communications (written and oral)

Advanced Relationship Management

Advanced Planning

Strategic Account Management

Analytical

High Resilience

Supervising and coaching colleagues

Required Behaviours:

Reliable and proactive with commercial acumen

Positive, self-starter who can multi-task under pressure

Numerical accuracy when analysing a range of data sources

Comfortable in business environment with senior managers up to Board level

Extensive market sector experience with 5 - 10+ years in a senior strategic Account Management/ Business Development Director role

Practical knowledge working ideally with large UK retail organisations, ideally but not limited to Goods Not for Resale (GNFR) sector